When you look at these steps more closely, there are 4 emerging relationships in which a level of trust must exist for the revenue generation to occur:

Sales & Client
In this relationship, the burden of proving trustworthiness is on sales. The client says, “Prove
to me that your organization’s products/services will provide my organization with the optimum benefit.”

Sales & Operations
In this relationship, the burden of proving trustworthiness is on operations. The sales
entity says “I have done my job and made the sale; now it is your turn to do your job and deliver.”

Operations & Customer Service
The dynamics of this relationship is different from the first two, in that an unexpected event has occurred to bring this relationship
to the forefront;it will be the nature of this event that will determine where the burden lies or if it is evenly distributed
between both entities.

Customer Service & Client
In this relationship, the burden of proving trustworthiness is on Customer Service. The client says, “Something has occurred to make me doubt
that these products/services are best for me; I am giving you this opportunity to renew my trust.”